17.
Common Practice: The Best Salespeople Make the Best Managers STEP 1 Train On Selling Skills STEP 2 Promote

18.
Best Practice: Teach Managers How to Manage WORLD CLASS SALES FORCES RECOGNIZE THAT ‘MANAGING’ SKILLS ARE DIFFERENT THAN ‘SELLING’ SKILLS, AND THEY TRAIN ACCORDINGLY STEP 1 Train On Selling Skills STEP 2 Promote

29.
Best Practice: Imbed Functional Resources Inside the Sales Organization and Field Offices WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS

30.
In Sum … <ul><li>World Class Sales Forces are not mired in the past </li></ul><ul><li>They do not look to their peers for inspiration </li></ul><ul><li>They treat their sales forces like other business functions … with discipline and rigor </li></ul><ul><li>They measure and re-measure everything </li></ul><ul><li>They expect continuous improvement </li></ul><ul><li>Their customers love them for it </li></ul>